By Ernie A. Cevallos
For generations and to this day many managers swear that obtaining commitment or closing the sale is the most important stage in a sale. If you are dealing with small or transactional sales, there is evidence to suggest that closing is the most important stage supporting the notion that “if you can’t close, you can’t sell”.
On the other hand, high level or complex sales have a much longer sales cycle and closing is not the most important sales stage. Why?
On the other hand, high level or complex sales have a much longer sales cycle and closing is not the most important sales stage. Why?
